What Do You Want?

W hat do you want? What do your customers want? Unfortunately, the answers to each of these questions may be two entirely different things. You may want to close the sale, collect the residual, and move onto the next prospect. The customer, on the other hand, wants a solution to their problem, whether it is returned checks, slow authorization times, or high chargebacks.

In reality, what you and your customer want can be the same thing. You want a successful sale that will generate income. Your customer wants a solution to his problem. If your product or service can be that solution, it is up to you to show the customer how.

If you are simply concerned with getting the signed paperwork and moving on, both parties will be disappointed and you will most certainly have lost an opportunity to increase your revenue.

If you can focus on more than the immediate sale, your customer’s needs will be met and you will benefit from a greater sale. If you take the time to create a relationship and focus on a valuable solution for the merchant, you will create a continual revenue stream. Today’s buyers want more than the minimum for the minimum price. They want the best service, and in most cases will pay a little more for it. If you can successfully combine the best product and service with a competitive (not necessarily the lowest) price, as well as become a partner to the customer’s goals, you will get the sale, and the commission, every time.

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